Are Your Good Intentions Killing You?
Trying to do too much for your agents can actually have an adverse effect. The key to creating self-sufficient agents is to provide guidance and assistance, but ultimately make them responsible for their own success.
By Janet Herder, May 2002
Many broker/owners and managers were attracted to management because they saw an opportunity to help people do better both personally and professionally. It is actually very rewarding to watch people blossom and grow under your guidance. In fact, many managers are willing to take home less money than they could in sales for the psychic rewards that you get from helping people.
Over the years, I have watched many of these big-hearted managers make a tremendous difference in the lives of agents. But I have also watched them get frustrated and depressed that they could not help everyone. Every time one of their agents fails, they feel that they have failed. So they start thinking, “How can I make every agent successful?”
